In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.

Clarity Advantage's Sales Thoughts

To the Highest Standards

In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.

Trusted Advisor

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.

Assessing Buyer Appetites for Risk

Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com

I've Got a Guy Who...

In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.

Keep an Eye Out

In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.

Daily Measures

In which we are reminded: Find a niche and specialize… or get smoked.

Niche or Get Smoked

In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.

Hot Rods

In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.

Forget Me Not

In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.

The Best Parts First

In which we are reminded that very few questions come from idle curiosity. We need to know why.

Why do you ask?

In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.

A Fool's Plan

In which we are reminded that every client personal detail reveals choices and avenues to insight.

Seeing Beyond the Obvious

Ask questions to understand what prospects are thinking before you start pitching ideas.

Ask Before You Pitch

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.

Recalculating Route

Tips for prospecting, positioning value, negotiating, better questions and listening, coaching, managing sales process.

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Clarity Advantage's Sales Thoughts

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